Area Sales Manager_French Speaker

Giesecke+Devrient; Dubai; On-site; AED 551,000 - 698,000; Full time

Job summary

Giesecke+Devrient seeks a senior Sales Manager for Currency Automation solutions in francophone Africa, coordinating with MEA leadership to drive revenue and strategic accounts.

You will lead complex bids, present demonstrations, manage relationships with high-level public and private sector decision makers, and travel extensively to build and sustain client partnerships. Fluency in French and English, track record in government sector sales, and pipeline development are essential.

Qualifications

• Business fluent language skills in French and English.
• Advanced Degree in Engineering or Business (or related courses).
• Minimum of 10 years overall sales Management of which 5 years in a Leadership role.
• Experience in Pipeline Development and Go-to-market planning and execution.
• Ideally a Key Account Management Experience with Government Sectors of French Speaking African countries for a Minimum of 5 years.
• High level of Decision-Making Skills and Relationship building/Management Skills.
• Pro-active result-driven self-starter who can operate both individually and as part of a team
• Excellent communication and presentation skills.
• Experience with direct sales and distributor management, ideally in the Public Sector
• Candidate must be willing to travel extensively within the sales region

Responsibilities

• Achieve assigned individual sales targets and company objectives for the allocated sales area.
• Generate customer requirements and leads through sales visits and close customer contact, actively visit end-user accounts.
• Prepare and present strategic plans for a more complex and complete cash center solution to customers.
• Conduct technical presentations and demonstrations.
• Liaise and negotiate with very high ranking public and private sector staff.
• Close deals and sign sales and maintenance contracts with direct customers.
• Accurate reporting of Order Income, revenues, and forecast of sales activities in Salesforce.
• Be responsible and accountable for the accurate entries and planning of opportunities in Salesforce.
• Monitor and report competitor activities within the Regional Sales Managers defined accounts.
• Responsible for initiating project scope to obtain costs and internal approvals as well as review of financial and technical proposals to be sent customers in a timely and presentable manner.
• Provide appropriate reporting in Salesforce e.g. (score card, travel reports etc.).
• Develop an account strategy for 3-5 years view.
• Liaise with colleagues to ensure opportunities for product and market development are identified and actioned.
• Creates and communicates leads and sales opportunities for respective accounts (e.g. cross-selling) to the Solution Sales and Project Management team.
• Clearly define and communicate problems as perceived by the customer and coordinate with Service and Project Management for the execution.
• Coordinate with Service and Sales Operations team for the execution of the AMCs.
• Escalate in timely manner to the Sales Operations team and to the Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA any issues in regards to supply chain, project, and after-sales execution.
• Keep updated with latest product information and technical requirements to sell the product successfully and give confidence to the reseller channel.
• Responsible for organizing and documenting bi-weekly meetings with all departments to track and resolve all open issues related to revenue and order income.
• Prioritize for the colleagues their tasks (order processing, proposals and contract preparation, and any other administrative tasks).
• Support with consistent coaching, identify development and training needs.
• Set individual and team goals for the cluster in coordination with Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA; proactively assess and manage performance against expectation.
• Manage and motivate the team to drive business: create a positive and harmonious work environment, foster cooperation within the team and between peers and colleagues.
• Travel extensively within sales area to build up and maintain customer relationship.
• Follow Miller-Heiman methodology such as blue sheets for opportunities and gold sheets for account management and share them monthly with Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA.
• Communicate to all internal departments the scope of any offer in detail such as the scope of supply and additional services to enable other departments to provide costs, configuration, layouts.
• Be responsible to review customer requests (tenders and RFIs) and guide all team members to answer on time, with quality and accuracy all customer expectations.

Skills

French language

English language

Leadership

Relationship management

Presentation skills

Education

Advanced degree in Engineering or Business

Tools

Salesforce

Job description

Job Description

Scope and Purpose

• Sales of Currency Automation Products, Solutions and Services in French North, West and Central Africa in coordination with the Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA and in compliance with regional and global sales strategy.
• Establish and maintain strong and firm business relationship to customers.
• Focus on triggering new sales opportunities, by finding appropriate solutions in our product mix, and packaging them in an offer to meet the customers requirements.
• Attend to the customer during the complete business cycle and follow up on project milestones in close cooperation with Sales Administration, Project Management, Service, and Finance departments.
• Monitor competitive activities, identify customer future needs in terms of product portfolio and currency automation solutions; build up a strong link to Product Marketing / Management.

Key Result Areas & Responsibilities

• Achieve assigned individual sales targets, as well as company objectives for the allocated sales area.
• Generate customer requirements and leads through sales visits and close customer contact, actively visit the end-user accounts.
• Prepare and present strategic plans for a more complex and complete cash center solution to customers.
• Conduct technical presentations and demonstrations.
• Liaise and negotiate with very high ranking public and private sector staff.
• Close deals and sign sales and maintenance contracts with direct customers.
• Accurate reporting of Order Income, revenues, and forecast of sales activities in Sales Force.
• Be responsible and accountable for the accurate entries and planning of opportunities in Sales Force.
• Monitor and report competitor activities within the Regional Sales Managers defined accounts.
• Responsible for initiating project scope to obtain costs and internal approvals as well as review of financial and technical proposals to be sent customers in a timely and presentable manner.
• Provide appropriate reporting in Salesforce e.g. (score card, travel reports etc.).
• Develop an account strategy for 3-5 years view. (i.e. Master plan and Key Account Plan)
• Liaise with colleagues to ensure that opportunities for product and market development are identified and actioned.
• Creates and communicates leads and sales opportunities for respective accounts (e.g. cross-selling) to the Solution Sales and Project Management team.
• Clearly define and communicate problems as perceived by the customer and coordinate with Service and Project Management for the execution.
• Coordinate with Service and Sales Operations team for the execution of the AMCs.
• Escalate in timely manner to the Sales Operations team and to the Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA any issues in regards to supply chain, project, and after-sales execution.
• Keep updated with latest product information and technical requirements to sell the product successfully and give confidence to the reseller channel.
• Responsible for organizing and documenting (i.e. in Salesforce and Minutes of Meetings) bi-weekly meetings with all departments, as needed, to track and to resolve all open issues related to revenue and order income.
• Prioritize for the colleagues their tasks (i.e. order processing, proposals and contract preparation, and any other administrative tasks).
• Support with consistent coaching, identify development and training needs.
• Set individual and team goals for the cluster in coordination with Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA; proactively assess and manage performance against expectation.
• Manage and motivate the team to drive business: create a positive and harmonious work environment, foster cooperation within the team and between peers and colleagues.
  Travel extensively within sales area to build up and maintain customer relationship.
• Follow Miller-Heiman methodology such as blue sheets for opportunities and gold sheets for account management) and share them monthly with Head of Sales - Central Banks/Printworks; Solution Sales and Sales Controlling MEA.
• Communicate to all internal departments the scope of any offer in detail such as the scope of supply and additional services in order to enable the other departments to provide their costs, configuration, layouts.
• Be responsible to review customer requests (such as tenders and request for inquiry) and guide all team members in order to answer on time, with quality and accuracy all the customer expectations.

Qualifications

• Business fluent language skills in French and English. German / Arabic Language is advantageous
• Advanced Degree in Engineering or Business (or related courses)
• Minimum of 10 years overall sales Management of which 5 years in a Leadership role
• Experience in Pipeline Development and Go-to-market planning and execution
• Ideally a Key Account Management Experience with Government Sectors of French Speaking African countries for a Minimum of 5 years
• High level of Decision-Making Skills and Relationship building/Management Skills.
• Pro-active result-driven self-starter who can operate both individually and as part of a team
• Excellent communication and presentation skills
• Experience with direct sales and distributor management, ideally in the Public Sector
• Candidate must be willing to travel extensively within the sales region

$$ We are an equal opportunity employer! We promote diversity in all its forms and create an inclusive work environment, free from prejudice, discrimination and harassment, in which all employees feel a sense of belonging. We warmly welcome all applications regardless of gender, age, race or ethnic origin, social and cultural background, religion, disability and sexual orientation.